Key Account Manager | Abbott – UroCare | Lucknow

Job Description

As a Key Account Manager, you will be responsible for the development and performance of all sales strategies in the assigned market. Further, you will drive primary sales, and secondary sales and ensure brand presence in defined markets. You will supervise/manage the distributor network to achieve desired sales objectives thereby ensuring the achievement of the financial and ethical objectives of the division as per the business strategy.

To achieve this you will have the authority to develop your customer management plan, approve expiry products issue credit notes for distributors under your control, recommend appointment and credit limits of distributors, develop, execute & plan your resource utilization and participate in Strategy Execution review meetings to ensure alignment. You have a very important role to play in Division’s success.

Roles and Responsibilities in detail:

Area Business Planning:

• Plan for the monthly and quarterly business.
• Plan for Trade activation business and overall sales
• Plan demand generation and fulfillment
• Monitor actual Sales and mid-course corrections and inputs to reduce variance against expectations
• Prescription audit for Abbott brands and other competitors’ brands
• To create and update a customer list having a specified number of doctors/chemists (Trade) as per the therapy/product requirement and maintain the same in physical/electronic format.
• Identifying potential towns and appointing distributors and customers (trade) in line with the business philosophy

Business generation & development:

• Achieve monthly, quarterly, half-yearly, and yearly Sales targets by promoting the company’s products ethically to customers as per the business plan.
• Having science base discussions with Doctors and chemists for the promotion of the product in the clinic and at the chemist’s place
• Organizing Camps (CME) as per the division strategy and customers’ need
• To carry out activations across trade and clinics for brand visibility
• To plan and conduct merchandising and sampling activity as per Division strategy.
• Facilitate the process of successful new product/products launch in the territory by undertaking correct identification and targeting customers for the new product, meeting them at pre-determined intervals, effective in clinic/trade promotion and feedback to the company
• Execute the customer management plan to ensure that all the customers are covered as per the plan and meet minimum KPIs as follows:
  • a. 100% coverage of Doctors.
  • b. Customer Call average as per the customer management plan of the division/therapy.
  • c. Market intelligence collection and retailer-level inventory management call as per the product profile and marketing strategy of the therapy/division.

Brand Management:

• Ensuring the visibility of Abbott brands on retailers’ outlets as a part of the brand promotion strategy
• To plan and attend Retail meets, Market Blitz, etc for sales growth
• Generate POBs for Abbott brands as per the business plan.
• Make maximum productive calls every day
• Recommend the appointment of a party as a distributor after evaluating its commercial standing, creditworthiness, and personal assets.
• Ensure that stock and sales statements have been sent by the distributors on due dates.
• Ensure that the claims of the distributors are settled by the company within specified time limits.

Customer Management:

• Ensuring the scheme on Abbott Products as per company norm are communicated to the customer for business generation and updating customers’ knowledge on Abbott brands
• Updating the customer / Doctor list as per the business strategy
• Generating primary orders as per the business strategy
• Execute trade activation / retail royalty program and then other Reward and Recognization for trade and consumer
• Train supervise and coach Distributor & staff to ensure the implementation of business strategies and program
• Train supervises ISR / Distributor Sales Force and Trainee Professional Sales Manager in the implementation of company strategies.
• Audit and approve claims of breakages and expiry as per financial authority vested in you by the company.

Experience

• 2+ years of experience
• Freshers with good communication skills and analytical skills may also consider

• Candidate with prior/current experience in the same therapy.
• Candidates from MNCs and Top Indian pharma companies will have added advantage

Required Qualification
B.Sc. / B.Pharm

Interview Preparation:

Interview Questions – Medical Representatives

Role & Responsibilities of Medical Representative